(upbeat music) >> Hello, everybody. John Walls here, as we continue our coverage of AWS re:Invent here on theCUBE. And today we're going to go talk about the edge. What's out there on the edge, and how do we make sense of it? How do we use that data, and put it to work, and how do we keep it secure? Big questions, a lot of questions, and at the end of the day, what's the value prop for you, the customer, to make it all work? With me to talk about that is the Executive Vice President and GM of HPE GreenLake, Keith White. Keith, thanks for joining us here on theCUBE. >> John, thanks so much for having me. I really appreciate the opportunity, and excited to have a conversation today. >> Yeah, good. Well, let's just jump right in. First off, about the edge. There was a time, not so long ago, that it was kind of the Wild, Wild West out there, right? And we were trying to corral this fantastic reservoir of data that was streaming in from every which point, to the point now where we've realized how to refine that, how to develop that, how to reduce that complexity, to make that actionable. Talk about that journey a little bit, about where we were with edge technology maybe five, six years ago, and how we've migrated to the point we are now, where GreenLake is doing the great work that it is. >> You know, it's really a great question, John, cause I think there's a lot of different definitions of the edge, and what does "the edge" actually mean. And you're right, you know, there's been a pretty big transformation over the last few years, especially as we think about things like IoT, and just being able to engage with edge scenarios. But today what you're seeing is a lot of digital transformations happening with companies around three big megatrends. Cloud, meaning hybrid cloud, multi-cloud, data, and how you analyze that data to make decisions. And of course the edge, like we're talking through. And you know, frankly, with the edge, this is where we see the connectivity and security requirements really connect, because that edge information is so important, so critical to stay secure, but also it's creating that tremendous amount of data, as you mentioned. And so folks want to pull that into their cloud environment, and then make decisions and analyze that data, and plug it into the systems that they have overall. And you know, you're seeing companies like Auckland Transport, right? They basically do an AI-enhanced video feed to optimize their transport routes. And as you think about supply chain and the big challenges that we're seeing today, or you think about public transportation, and, you know, really providing information with respect to customers, but how do you take and get all that information pulled together, to then make decisions from these various edge points throughout? Or a company like ABB, who's been building the factory of the future, and doing, basically, you know, robotics-as-a-service, if you will, in order to really get that precision required at the edge in order to manufacture what they need to. So, massive uses around the edge, massive data getting created, and HPE GreenLake's a great spot for folks to help, you know, really take and leverage that data, to make those those decisions that are required. >> You know, one example in terms of case studies, or in terms of your client base that you talk about, you know, the automotive sector. >> Yeah. >> And I think about what's going on in terms of, with that technology, and I can't even imagine the kind of mechanics that are happening, right? In real time, at 60, 70 miles an hour, through all kinds of environmental conditions. So maybe just touch base, too, about what you're doing that's in terms of automotive, and what's going to be- >> No, it's great, John, yeah. >> (indistinct) then? >> Yeah, no, it's an awesome question, because, you know, we're working closely with a lot of the car manufacturers, as well as their sort of subsidiaries, if you will. So you look at autonomous driving, which is a great example. All that data has to come in and get analyzed. And if you look at a company like Volvo, they use a third party called Zenseact, who basically uses our high-performance compute to deliver it as a service through HPE GreenLake. They get all this massive parallel computing, modeling and simulations happening, with all this data coming in. And so what we've done with GreenLake is we give them that ability to easily scale up, to grow capacity, to get access to that hundreds of petabytes of data that you just mentioned. And then, you know, really basically take and make analytics and AI models and machine learning capabilities out of that, in order to really direct and fuel their mission to develop that next-generation software to support that autonomous driving capability. And so you're seeing that with a ton of different car manufacturers, as well as a lot of different other scenarios as well. So you're spot on. Automotive is a key place for that. >> You know, and too, the similarities here, the common thread, I think, threads, actually, plural, are very common. We think about access, right? We think about security, we think about control, we think about data, we think about analytics, so I mean, all these things are factoring in, in this extraordinarily dynamic environment. So is there a batting order, or a pecking order, in terms of addressing those areas of concern, or what kind of, I guess, learning curve have we had on that front? >> Well, I think you're, I think the key is, as I mentioned earlier, so you have this connectivity piece, and you've got to be able to connect and be available as required. That might be through SD-WAN, that might be Wi-Fi, that might be through a network access point, et cetera. But the key is that security piece of it as well. Customers need to know that that data and that edge device is very, very secure. And then you've got to have that connectivity back into your environment. And so what we've learned with HPE GreenLake, which, really what that does, is that brings that cloud experience, that public cloud experience, to customers in their data center, on-premise, in their colo, or at the edge, like we're talking about now, because there's a lot of need to keep that data secure, private, to make sure that it's not out in the public cloud and accessible, or those types of scenarios. So as I think about that piece of it, then it turns into, okay, how do we take all that data and do the analytics and the AI modeling that we talked about before? So it's a really interesting flow that has to happen. But what's happening is, people are really transforming their business, transforming their business models, as we just talked about. Factory of the future, you know, transportation needs. We're seeing it in different environments as well. Automotive, as you mentioned. But it's exciting, it's an exciting time, with all of this opportunity to really change not only how a business can run, but how we as consumers interact and engage with that. >> And then ultimately for the company, the value prop's got to be there. And you've already cited a number of areas. Is there one key metric that you look at, or one key deliverable that you look at here, in terms of what the ultimate value proposition is for a customer? >> You bet. I think the biggest thing is, you know, our customers and their satisfaction. And so, to date, you know, we have well over 60,000 customers on the platform. We have a retention rate of 96%, so a very, very small number that haven't stayed on the platform itself. And that means that they're satisfied. And what we're seeing also is a continued growth in usage for new environments, new workloads, new solutions that a customer is trying to drive as well. And so those are some of the key metrics we look at, with respect to our customer satisfaction, with their retention rate, with their usage capabilities, and then how we're growing that piece. And the interesting thing, John, is what we've learned is that HPE, as a company, traditionally was very hardware focused, it was a hardware vendor, transacting, responding to RFPs for compute, storage, and networking. With GreenLake now moving into the cloud services realm, we're now having conversations with customers as their partner. How do we solve this problem? How do we transform our business? How do we accelerate our growth? And that's been very exciting for us as a company, to really make that significant transformation and shift to being part of our customer's environments in a partnership type way. >> Yeah. And now you're talking about ecosystem, right? And what you're developing, not only in your partners, but also maybe what lessons you're learning in one respect you can apply to others. What's happening in that respect, in terms of the kind of universe that you're developing, and how applicable, maybe, one experience is to another client's needs? >> Yeah, no, it's a great question, because in essence, what happens is, we're sort of the tip of the spear, and we're partnering with customers to really go in deep, and understand how to utilize that. We can take that learning, and then push that out to our ecosystem, so that they can scale and they can work with more customers with respect to that piece of it. The second is, is that we're really driving into these more solution-oriented partners, right? The ISVs, the system integrators, the managed service providers, the colos, and even the hyperscalers, as we've talked about, and why we're here with our friends at AWS, is, customers are requiring a hybrid environment. They want to leverage tools up in the public cloud, but they also want the on-prem capabilities, and they need those to work together. And so this ecosystem becomes very dynamic with respect to, hey, what are we learning, and how do we solve our customer's problems together? I always talk about the ecosystem being 1 + 1 = 3 for our customers. It has to be that way, and frankly, our customers are expecting that. And that's why we're excited to be here today with our, as I said, our friends at AWS. >> And how does open play in all this too, right? Because, I mean, that provides, I assume, the kind of flexibility that people are looking for, you know, they, you know, having that open environment and making an opportunity available to them is a pretty big attractive element. >> It's huge, right? Yeah, as you know, people don't want to get locked in to a single technology. They don't want to get locked in to a single cloud. They don't want to have to, they want to be able to utilize the best of the best. And so maybe there's some tools in the public cloud that can really help from an analytics standpoint, but we can store and we can process it locally in our data center, at the edge, or in a colo. And so that best of both worlds is there, but it has to be an open platform. I have to be able to choose my container, my virtual machine, my AI tools, my, you know, capabilities, my ISV application, so that I have that flexibility. And so it's been fantastic for us to move into this open platform environment, to be able to have customers leverage the best and what's going to work best for them, and then partnering with those folks closely to, again, deliver those solutions that are required. >> You know, this is, I mean, it appears, as I'm hearing you talk about this, in terms of the partnerships you're creating, the ecosystem that you're developing, how that's evolving, lessons that you've learned, the attention you've paid to security and data analytics. I get the feeling that you've got a lot of momentum, right? A lot of things are happening here. You've got big mo on your side right now. (Keith laughs) Would you characterize it that way? >> Yeah, you know, there's a ton of momentum. I think what we're finding is, customers are requiring that cloud experience on-prem. You know, they're getting it from AWS and some of the other hyperscalers, but they want that same capability on-prem. And so what we've seen is just a dramatic increase with respect to usage, customers. We're adding hundreds of customers every quarter. We're growing in the triple digits, three of the last four quarters. And so, yeah, we're seeing tremendous momentum, but as I said, what's been most important is that relationship with the customer. We've really flipped it to becoming that partner with them. And again, bringing that ecosystem to bear, so that we can have the best of all worlds. And it's been fantastic to see, and frankly, the momentum's been tremendous. And we're in a quiet period right now, but you'll see what our earnings are here in the next couple weeks, and we can talk more details on that, but in the past, as we talked about, we've grown, you know, triple digits three of the last four quarters, and, you know, well over $3 billion, well over $8 billion of total contract value that we've implemented to date. And, you know, the momentum is there, but, again, most importantly is, we're solving our customers' problems together, and we're helping them accelerate their business and their transformation. >> I know you mentioned earnings, the report's a few weeks away. I saw your smile, that big old, you know, grin, so I have a feeling the news is pretty good from the HPE GreenLake side. >> It is. We're excited about it. And you know, again, this really is just a testament to the transformation we've made as a company in order to move towards those cloud services. And you know, you'll hear us talk about it as the core of what we're doing as a company, holistically, again, because this is what customers are requiring, this is what our ecosystem is moving towards. And it's been really fun, it's been a great, great ride. >> Excellent. Keith, appreciate the time, and keep up the good work, and I'm going to look for that earnings report here in a few weeks. >> Awesome. Thanks so much, John. Take good care. Appreciate it. >> You bet, you too. Keith White joining us here, talking about HPE GreenLake, and defining what they're doing in terms of bringing the edge back into the primary systems for a lot of companies. So, good work there. We'll continue our coverage here in theCUBE. You're watching theCUBE coverage of AWS re:Invent. And I'm John Walls. (lively music)

>> Announcer: theCube presents HPE Discover 2022, brought to you by HPE. >> Hey, everyone. Welcome back to Las Vegas. This is Lisa Martin with Dave Vellante live at HPE Discover '22. Dave, it's great to be here. This is the first Discover in three years and we're here with about 7,000 of our closest friends. >> Yeah. You know, I tweeted out this, I think I've been to 14 Discovers between the U.S. and Europe, and I've never seen a Discover with so much energy. People are not only psyched to get back together, that's for sure, but I think HPE's got a little spring in its step and it's feeling more confident than maybe some of the past Discovers that I've been to. >> I think so, too. I think there's definitely a spring in the step and we're going to be unpacking some of that spring next with one of our alumni who joins us, Keith White's here, the executive vice president and general manager of GreenLake Cloud Services. Welcome back. >> Great. You all thanks for having me. It's fantastic that you're here and you're right, the energy is crazy at this show. It's been a lot of pent up demand, but I think what you heard from Antonio today is our strategy's changing dramatically and it's really embracing our customers and our partners. So it's great. >> Embracing the customers and the partners, the ecosystem expansion is so critical, especially the last couple of years with the acceleration of digital transformation. So much challenge in every industry, but lots of momentum on the GreenLake side, I was looking at the Q2 numbers, triple digit growth in orders, 65,000 customers over 70 services, eight new services announced just this morning. Talk to us about the momentum of GreenLake. >> The momentum's been fantastic. I mean, I'll tell you, the fact that customers are really now reaccelerating their digital transformation, you probably heard a lot, but there was a delay as we went through the pandemic. So now it's reaccelerating, but everyone's going to a hybrid, multi-cloud environment. Data is the new currency. And obviously, everyone's trying to push out to the Edge and GreenLake is that edge to cloud platform. So we're just seeing tons of momentum, not just from the customers, but partners, we've enabled the platform so partners can plug into it and offer their solutions to our customers as well. So it's exciting and it's been fun to see the momentum from an order standpoint, but one of the big numbers that you may not be aware of is we have over a 96% retention rate. So once a customer's on GreenLake, they stay on it because they're seeing the value, which has been fantastic. >> The value is absolutely critically important. We saw three great big name customers. The Home Depot was on stage this morning, Oak Ridge National Laboratory was as well, Evil Geniuses. So the momentum in the enterprise is clearly present. >> Yeah. It is. And we're hearing it from a lot of customers. And I think you guys talk a lot about, hey, there's the cloud, data and Edge, these big mega trends that are happening out there. And you look at a company like Barclays, they're actually reinventing their entire private cloud infrastructure, running over a hundred thousand workloads on HPE GreenLake. Or you look at a company like Zenseact, who's basically they do autonomous driving software. So they're doing massive parallel computing capabilities. They're pulling in hundreds of petabytes of data to then make driving safer and so you're seeing it on the data front. And then on the Edge, you look at anyone like a Patrick Terminal, for example. They run a whole terminal shipyard. They're getting data in from exporters, importers, regulators, the works and they have to real-time, analyze that data and say, where should this thing go? Especially with today's supply chain challenges, they have to be so efficient, that it's just fantastic. >> It was interesting to hear Fidelma, Keith, this morning on stage. It was the first time I'd really seen real clarity on the platform itself and that it's obviously her job is, okay, here's the platform, now, you guys got to go build on top of it. Both inside of HPE, but also externally, so your ecosystem partners. So, you mentioned the financial services companies like Barclays. We see those companies moving into the digital world by offering some of their services in building their own clouds. >> Keith: That's right. >> What's your vision for GreenLake in terms of being that platform, to assist them in doing that and the data component there? >> I think that was one of the most exciting things about not just showcasing the platform, but also the announcement of our private cloud enterprise, Cloud Service. Because in essence, what you're doing is you're creating that framework for what most companies are doing, which is they're becoming cloud service providers for their internal business units. And they're having to do showback type scenarios, chargeback type scenarios, deliver cloud services and solutions inside the organization so that open platform, you're spot on. For our ecosystem, it's fantastic, but for our customers, they get to leverage it as well for their own internal IT work that's happening. >> So you talk about hybrid cloud, you talk about private cloud, what's your vision? You know, we use this term Supercloud. This in a layer that goes across clouds. What's your thought about that? Because you have an advantage at the Edge with Aruba. Everybody talks about the Edge, but they talk about it more in the context of near Edge. >> That's right. >> We talked to Verizon and they're going far Edge, you guys are participating in that, as well as some of your partners in Red Hat and others. What's your vision for that? What I call Supercloud, is that part of the strategy? Is that more longer term or you think that's pipe dream by Dave? >> No, I think it's really thoughtful, Dave, 'cause it has to be part of the strategy. What I hear, so for example, Ford's a great example. They run Azure, AWS, and then they made a big deal with Google cloud for their internal cars and they run HPE GreenLake. So they're saying, hey, we got four clouds. How do we sort of disaggregate the usage of that? And Chris Lund, who is the VP of information technology at Liberty Mutual Insurance, he talked about it today, where he said, hey, I can deliver these services to my business unit. And they don't know, am I running on the public cloud? Am I running on our HPE GreenLake cloud? Like it doesn't matter to the end user, we've simplified that so much. So I think your Supercloud idea is super thoughtful, not to use the super term too much, that I'm super excited about because it's really clear of what our customers are trying to accomplish, which it's not about the cloud, it's about the solution and the business outcome that gets to work. >> Well, and I think it is different. I mean, it's not like the last 10 years where it was like, hey, I got my stuff to work on the different clouds and I'm replicating as much as I can, the cloud experience on-prem. I think you guys are there now and then to us, the next layer is that ecosystem enablement. So how do you see the ecosystem evolving and what role does Green Lake play there? >> Yeah. This has been really exciting. We had Tarkan Maner who runs Nutanix and Karl Strohmeyer from Equinix on stage with us as well. And what's happening with the ecosystem is, I used to say, one plus one has to equal three for our customers. So when you bring these together, it has to be that scenario, but we are joking that one plus one plus one equals five now because everything has a partner component to it. It's not about the platform, it's not about the specific cloud service, it's actually about the solution that gets delivered. And that's done with an ISV, it's done with a Colo, it's done even with the Hyperscalers. We have Azure Stack HCI as a fully integrated solution. It happens with managed service providers, delivering managed services out to their folks as well. So that platform being fully partner enabled and that ecosystem being able to take advantage of that, and so we have to jointly go to market to our customers for their business needs, their business outcomes. >> Some of the expansion of the ecosystem. we just had Red Hat on in the last hour talking about- >> We're so excited to partner with them. >> Right, what's going on there with OpenShift and Ansible and Rel, but talk about the customer influence in terms of the expansion of the ecosystem. We know we've got to meet customers where they are, they're driving it, but we know that HPE has a big presence in the enterprise and some pretty big customer names. How are they from a demand perspective? >> Well, this is where I think the uniqueness of GreenLake has really changed HPE's approach with our customers. Like in all fairness, we used to be a vendor that provided hardware components for, and we talked a lot about hardware costs and blah, blah, blah. Now, we're actually a partner with those customers. What's the business outcome you're requiring? What's the SLA that we offer you for what you're trying to accomplish? And to do that, we have to have it done with partners. And so even on the storage front, Qumulo or Cohesity. On the backup and recovery disaster recovery, yes, we have our own products, but we also partner with great companies like Veeam because it's customer choice, it's an open platform. And the Red Hat announcement is just fantastic. Because, hey, from a container platform standpoint, OpenShift provides 5,000 plus customers, 90% of the fortune 500 that they engage with, with that opportunity to take GreenLake with OpenShift and implement that container capabilities on-prem. So it's fantastic. >> We were talking after the keynote, Keith Townsend came on, myself and Lisa. And he was like, okay, what about startups? 'Cause that's kind of a hallmark of cloud. And we felt like, okay, startups are not the ideal customer profile necessarily for HPE. Although we saw Evil Geniuses up on stage, but I threw out and I'd love to get your thoughts on this that within companies, incumbents, you have entrepreneurs, they're trying to build their own clouds or Superclouds as I use the term, is that really the target for the developer audience? We've talked a lot about OpenShift with their other platforms, who says as a partner- >> We just announced another extension with Rancher and- >> Yeah. I saw that. And you have to have optionality for developers. Is that the way we should think about the target audience from a developer standpoint? >> I think it will be as we go forward. And so what Fidelma presented on stage was the new developer platform, because we have come to realize, we have to engage with the developers. They're the ones building the apps. They're the ones that are delivering the solutions for the most part. So yeah, I think at the enterprise space, we have a really strong capability. I think when you get into the sort of mid-market SMB standpoint, what we're doing is we're going directly to the managed service and cloud service providers and directly to our Disty and VARS to have them build solutions on top of GreenLake, powered by GreenLake, to then deliver to their customers because that's what the customer wants. I think on the developer side of the house, we have to speak their language, we have to provide their capabilities because they're going to start articulating apps that are going to use both the public cloud and our on-prem capabilities with GreenLake. And so that's got to work very well. And so you've heard us talk about API based and all of that sort of scenario. So it's an exciting time for us, again, moving HPE strategy into something very different than where we were before. >> Well, Keith, that speaks to ecosystem. So I don't know if you were at Microsoft, when the sweaty Steve Ballmer was working with the developers, developers. That's about ecosystem, ecosystem, ecosystem. I don't expect we're going to see Antonio replicating that. But that really is the sort of what you just described is the ecosystem developing on top of GreenLake. That's critical. >> Yeah. And this is one of the things I learned. So, being at Microsoft for as long as I was and leading the Azure business from a commercial standpoint, it was all about the partner and I mean, in all fairness, almost every solution that gets delivered has some sort of partner component to it. Might be an ISV app, might be a managed service, might be in a Colo, might be with our hybrid cloud, with our Hyperscalers, but everything has a partner component to it. And so one of the things I learned with Azure is, you have to sell through and with your ecosystem and go to that customer with a joint solution. And that's where it becomes so impactful and so powerful for what our customers are trying to accomplish. >> When we think about the data gravity and the value of data that put massive potential that it has, even Antonio talked about it this morning, being data rich but insights poor for a long time. >> Yeah. >> Every company in today's day and age has to be a data company to be competitive, there's no more option for that. How does GreenLake empower companies? GreenLake and its ecosystem empower companies to really live being data companies so that they can meet their customers where they are. >> I think it's a really great point because like we said, data's the new currency. Data's the new gold that's out there and people have to get their arms around their data estate. So then they can make these business decisions, these business insights and garner that. And Dave, you mentioned earlier, the Edge is bringing a ton of new data in, and my Zenseact example is a good one. But with GreenLake, you now have a platform that can do data and data management and really sort of establish and secure the data for you. There's no data latency, there's no data egress charges. And which is what we typically run into with the public cloud. But we also support a wide range of databases, open source, as well as the commercial ones, the sequels and those types of scenarios. But what really comes to life is when you have to do analytics on that and you're doing AI and machine learning. And this is one of the benefits I think that people don't realize with HPE is, the investments we've made with Cray, for example, we have and you saw on stage today, the largest supercomputer in the world. That depth that we have as a company, that then comes down into AI and analytics for what we can do with high performance compute, data simulations, data modeling, analytics, like that is something that we, as a company, have really deep, deep capabilities on. So it's exciting to see what we can bring to customers all for that spectrum of data. >> I was excited to see Frontier, they actually achieve, we hosted an event, co-produced event with HPE during the pandemic, Exascale day. >> Yeah. >> But we weren't quite at Exascale, we were like right on the cusp. So to see it actually break through was awesome. So HPC is clearly a differentiator for Hewlett Packard Enterprise. And you talk about the egress. What are some of the other differentiators? Why should people choose GreenLake? >> Well, I think the biggest thing is, that it's truly is a edge to cloud platform. And so you talk about Aruba and our capabilities with a network attached and network as a service capabilities, like that's fairly unique. You don't see that with the other companies. You mentioned earlier to me that compute capabilities that we've had as a company and the storage capabilities. But what's interesting now is that we're sort of taking all of that expertise and we're actually starting to deliver these cloud services that you saw on stage, private cloud, AI and machine learning, high performance computing, VDI, SAP. And now we're actually getting into these industry solutions. So we talked last year about electronic medical records, this year, we've talked about 5g. Now, we're talking about customer loyalty applications. So we're really trying to move from these sort of baseline capabilities and yes, containers and VMs and bare metal, all that stuff is important, but what's really important is the services that you run on top of that, 'cause that's the outcomes that our customers are looking at. >> Should we expect you to be accelerating? I mean, look at what you did with Azure. You look at what AWS does in terms of the feature acceleration. Should we expect HPE to replicate? Maybe not to that scale, but in a similar cadence, we're starting to see that. Should we expect that actually to go faster? >> I think you couched it really well because it's not as much about the quantity, but the quality and the uses. And so what we've been trying to do is say, hey, what is our swim lane? What is our sweet spot? Where do we have a superpower? And where are the areas that we have that superpower and how can we bring those solutions to our customers? 'Cause I think, sometimes, you get over your skis a bit, trying to do too much, or people get caught up in the big numbers, versus the, hey, what's the real meat behind it. What's the tangible outcome that we can deliver to customers? And we see just a massive TAM. I want to say my last analysis was around $42 billion in the next three years, TAM and the Azure service on-prem space. And so we think that there's nothing but upside with the core set of workloads, the core set of solutions and the cloud services that we bring. So yeah, we'll continue to innovate, absolutely, amen, but we're not in a, hey we got to get to 250 this and 300 that, we want to keep it as focused as we can. >> Well, the vast majority of the revenue in the public cloud is still compute. I mean, not withstanding, Microsoft obviously does a lot in SaaS, but I'm talking about the infrastructure and service. Still, well, I would say over 50%. And so there's a lot of the services that don't make any revenue and there's that long tail, if I hear your strategy, you're not necessarily going after that. You're focusing on the quality of those high value services and let the ecosystem sort of bring in the rest. >> This is where I think the, I mean, I love that you guys are asking me about the ecosystem because this is where their sweet spot is. They're the experts on hyper-converged or databases, a service or VDI, or even with SAP, like they're the experts on that piece of it. So we're enabling that together to our customers. And so I don't want to give you the impression that we're not going to innovate. Amen. We absolutely are, but we want to keep it within that, that again, our swim lane, where we can really add true value based on our expertise and our capabilities so that we can confidently go to customers and say, hey, this is a solution that's going to deliver this business value or this capability for you. >> The partners might be more comfortable with that than, we only have one eye sleep with one eye open in the public cloud, like, okay, what are they going to, which value of mine are they grab next? >> You're spot on. And again, this is where I think, the power of what an Edge to cloud platform like HPE GreenLake can do for our customers, because it is that sort of, I mentioned it, one plus one equals three kind of scenario for our customers so. >> So we can leave your customers, last question, Keith. I know we're only on day one of the main summit, the partner growth summit was yesterday. What's the feedback been from the customers and the ecosystem in terms of validating the direction that HPE is going? >> Well, I think the fantastic thing has been to hear from our customers. So I mentioned in my keynote recently, we had Liberty Mutual and we had Texas Children's Hospital, and they're implementing HPE GreenLake in a variety of different ways, from a private cloud standpoint to a data center consolidation. They're seeing sustainability goals happen on top of that. They're seeing us take on management for them so they can take their limited resources and go focus them on innovation and value added scenarios. So the flexibility and cost that we're providing, and it's just fantastic to hear this come to life in a real customer scenario because what Texas Children is trying to do is improve patient care for women and children like who can argue with that. >> Nobody. >> So, yeah. It's great. >> Awesome. Keith, thank you so much for joining Dave and me on the program, talking about all of the momentum with HPE Greenlake. >> Always. >> You can't walk in here without feeling the momentum. We appreciate your insights and your time. >> Always. Thank you you for the time. Yeah. Great to see you as well. >> Likewise. >> Thanks. >> For Keith White and Dave Vellante, I'm Lisa Martin. You're watching theCube live, day one coverage from the show floor at HPE Discover '22. We'll be right back with our next guest. (gentle music)

>> Thank you for joining us today for this session entitled, Deploy any Workload as a Service, When General Purpose Technology isn't Enough. This session today will be on our HPE GreenLake platform. And my name is Mark Seamans, and I'm a member of our GreenLake cloud services team. And I'll be kind of leading you through the material today which will include both a slide presentation as well as an interactive demo to get some experience in terms of how the process goes for interacting with your initial experience with our GreenLake system. So, let's go ahead and get started. One of the things that we've noticed over the last decade and I'm sure that you have as well has been the tremendous focus on accelerating business while concurrently trying to increase agility and to reduce costs. And one of the ways a lot of businesses have gone about doing that has been leveraging a cloud based technology set. And in many cases, that's involved moving some of the workloads to the public cloud. And so with that much said, though, while organizations have been able to enjoy that cost control and the agility associated with the public cloud. What we've seen is that the easy to move workloads have been moved but there's a significant amount as much as 70% in many cases of workloads that organizations run which still remain on prem. And there's reasons for that. Some cases it's due to data privacy and security concerns. Other times it's due to latency of really needing high-performance access to data. And the other times, it's really just related to the interconnected nature of systems and that you need to have a whole bunch of systems which form an overall experience and they need to be located close together. So, one of the challenges that we've worked with customers and have actually developed our GreenLake solution to address is this idea of trying to achieve this cloud-like experience for all of your apps and data in a way that leverages the best of the public cloud with also that same type of experience delivered on premise. So as you think about some of the challenges, again, we touched on this that customers are trying to address. One of the ones is this idea of agility, being able to move quickly and to be able to take a set of IT resources that you have and deploy them for different use cases and different models. So, it's one of the things as we built GreenLake, we really had a strong focus on is how do we provide a common foundation, a common framework to deliver that kind of agility. The next one is this term on the top right called scale. And one of the words you may hear is you hear cloud talked about regularly is this notion of what's called elasticity and the ability to have something stretch and get larger kind of on an on demand basis. That's another challenge and premise that we've really tried to work through. And you'll see how we've addressed that. Now, obviously, as you do this, you can achieve scale if you just put a ton of equipment in place much more maybe than you need at any given time but with that comes a lot of costs. And so as you think about wanting to have an agile and flexible system, what you'd also like is something where the costs flexes as your needs grow and it's elastic and that it can get larger and then it can get smaller as needed as well. So, we'll talk about how we do that with our GreenLake solution. And then finally it's complexity, it's trying to abstract away the vision for people of having to be aware of all the complexity it takes to build these systems and provide a single interface, a single experience for people to manage all of their IT assets. So we do that through this solution called HPE GreenLake and really we call it the cloud that comes to you. And as you think about what we're really trying to do here is take the notion of a cloud from being a place where people have thought about the public cloud and turning that to an idea of the cloud being an experience. And so it's regardless of whether it's in the public cloud or running on premise or as is the case with GreenLake, whether it's a mixture of those and maybe even a mixture of multiple public clouds with on-prem experience, the cloud now becomes something you experience and that you leverage as opposed to a place where you have an account and that can include edge computing combined with co-location or data center based computing. It could include equipment stored in your own data center and certainly it can include resources in the public cloud. So, let's take a look at how we go about delivering the experience and what some of those benefits are as we put these solutions in place. So, as you think about why you'd want to do this and the benefits you get from GreenLake, what we've seen in terms of both working with customers and actually having studies done with analysts is the benefits are numerous, but they come in areas that are shown here, one time to deployment. And that once you get this flexible and easily to manage environment in place with what we'll show you are these prebuilt, pre-configured and managed as a service solutions, your time to deployment for putting new workloads in place can shrink dramatically. The next in terms of having these pre-configured solutions and combining both the hardware and software technology with a set of managed services through our GreenLake managed services team, what you can do is dramatically reduce the risk of putting a new workload in place. So for example, if you wanted to deploy virtual desktop infrastructure and maybe you haven't done that in the past, you can leverage a GreenLake VDI solution along with GreenLake management services to very predictably and very reliably put that solution in place. So you're up and running focusing on the needs of your users with incredibly lowered risk, because this was built on a pre-validated and a pre-certified foundation. Obviously, I talked earlier about the idea with GreenLake is that you have flexibility in terms of scaling up your use of the resources, even though they're computers that may be in your data center or a colo, and also scaling them back down. So if you have workloads over time, that may be even an end of month cycle or an end to quarter cycle where certain workloads get larger and then would get smaller again, the ability with GreenLake on a consumption billing basis is there where your costs can flow as your use of the systems flow. And again, I'll show you a screen in just a few minutes, that kind of illustrates what that looks like. And then the last piece is the single pane of glass for control and insight into what's going on. And what we mean by that is not just what's going on from a cost perspective, but also what's going on from a system utilization perspective. You'll see in one of the screens I'll show that there's a system utilization report of all of your GreenLake resources that you can view at any time. And so what you can get visibility to, for example, with storage capacity as your storage capacity is being consumed over time as you generate more data, the system will tell you, hey, you're getting up to about 60, 70% utilized. And then at that point, we would be able to work with you to automatically deploy even though you won't be paying for it yet, additional storage capacity so it's ready as your needs grow to encompass that. So in terms of what are some of these services that we deliver as part of GreenLake? Well, they range and you see here a portfolio of services that we offer. If you start at the bottom, it's simple things, right? Things like compute as a service, and I'll show you examples of that today, networking as a service, hyper-converged infrastructure as a service. And then if we work our way up the stack, we move from kind of basic services to platform services, things like VMware and containers as a service. And then if we go to the top layer of this, we actually can offer complete solutions for targeted workloads. So if your need was for example, to run machine learning and AI, and you wanted to have a complete environment put in place that you could leverage for machine learning and AI and use it and consume it on a consumption as a service basis, we've got our MLOps solution that delivers that. And similarly, I mentioned earlier, VDI for virtual desktops or a solution for SAP HANA. So, the solutions range from very basic compute at the foundation all the way up to complete workload solutions that you can achieve. And the portfolio of what these are is expanding all the time. And as you'll see, you can go out to our hpe.com site and see a complete catalog of all the GreenLake services that are available. So let's take a minute and let's drill in like on that MLOps solution. And we can take a look at how that fits together and what makes that up. So, if you think about GreenLake for MLOps, it's a fast path for data scientists, and it's really oriented around the needs of data scientists within your organization who have a desire to be able to get in and start to analyze data for advantage in your business. So, what comes with an MLOps solution from GreenLake starts at the left side of the slide here with a fully curated hardware platform, including GPU based nodes, data science, optimized hardware, all the storage that you're going to need to run at scale and that performance to make these workloads work. And so that's one piece of it is a curated hardware stack for machine learning. Next in the software component, we pre-validated a whole bunch of the common stack elements that you would need. So beyond operating systems, but things for doing continuous integration, for things like TensorFlow and Jupyter notebooks are already pre-validated and delivered with this solution. So, the tools that your data scientists will need come with this, ready to go, out of the box. And then finally, as this solution gets delivered, there's a services component to it beyond just us installing this full thing and delivering a complete solution to you. But the GreenLake management services options where our services teams can work side by side with data scientists to assist them in getting up to speed on the solution, to leveraging the tools, to understanding best practices if you want those, if you want that assistance for deploying MLOps and the whole thing's delivered as a service. As similar, we similar solutions for other workloads like SAP HANA that would leverage again, different compute building blocks, but always in a way that's done for workload optimized solutions, best practice and that build up that stack. And so your experience in consuming this is always consistent, but what's running under the hood isn't just a generic solution that you might see in for example, a public cloud environment, it's a best practice, hardware optimized, software optimized environment built for each one of the workloads that we can deploy. So I like to do at this point is actually show you what's the process like for actually specifying a GreenLake solution. And maybe we'll take a look at compute as our example today. So, what I've got here is a browser experience, I'm just in my web browser, I'm on the hpe.com website and what I'd like to do. I mean the GreenLake section and I've actually clicked on this services menu and I'm going to go ahead and scroll down. And one of the things you can see here is that catalog of GreenLake services that I referenced. So, just like we showed you on the slide, this is that catalog of services that you can consume. I'm going to go to compute and we'll go about quoting a GreenLake compute solution. So we see when I clicked on that, one of the options I have is to get a price in my inbox. And I'll click on that to go in here to our GreenLake quick quote environment where if in my case here for our demonstration, I'll specify that I'd like to purchase to add to my GreenLake environment some additional general compute capability for some workloads that I might like to run. If I click on this, I go in and you notice here that I'm not going to specify server types. I'm really going to tell the system about the types of workloads that I'd like to run and the characteristics of those workloads. So for example, my workload choices would be adaptable performance or maybe densely optimized compute for highly scalable and high performance computing requirements. So, I'll select adaptable performance. I have a choice of processor types, my case, I'll pick Intel. And I then say, how many servers for the workloads that I want to run would be part of the solution. Again, in my case, maybe we'll quote a 20 server configuration. Now, as we think about the plans here, what you can see is we're really looking at the different options in terms of a balanced performance and price option which is the recommended option. But if I knew that the workloads I were going to run were more performance optimized, I could simply click on that option. And in the system under the hood does all the work to reconfigure the system. I'm not having to pick individual server options as you see. So once I picked between cost optimized balance or performance, I can go in here and select the rest of the options. Now, we'll start at the top right and you see here from a services perspective, this is where it specifies how much services content and in services assistance I'd like all the way from just doing proactive metering of my solution all the way through being able to do actual workload deployment and assistance with me physically managing the equipment myself. The other piece I'll focus on is this variable usage. And this comes back to how much of the variable time, variable capacity of additional capacity, what I like to have available in my data center for this solution. So if I know that my flex could be larger in the future of the capacity, I want to flex up and down. I might pick a slightly larger amount of flex capacity at my location as part of this solution. With that, I'd select that workload. And the less steps would be, I could click on get price and this whole thing will be packaged up and shipped to you in terms of the price of the solution. And any other details that you might like to see. And I encourage you to go out to hpe.com and to go through this process yourself for one of the workloads that might be of interest for you to get a flavor of that experience. So if we move forward, once you've deployed your GreenLake solution, one of the things you see here is that single pane of glass experience in terms of managing the system, right? We've got a single panel that all in one place provides you access to your cost information for billing, and what's driving that billing, your middle and the middle of the top center, you can see we've got information on the capacity planning but then we can actually drill in and actually look at additional things like services we offer around continuous compliance, capacity planning data for you to build and see how things like storage or filling, cost control information with recommendations around how you could reduce or minimize your costs based on the usage profile that you have. So, all of this is a fully integrated experience that can span components running both on-premise and also incorporating services that could be in the public cloud. Now, when we think about who's using this and why is this becoming attractive? You can imagine just looking at this capability that this ability to blend public cloud capabilities with on-premise or in a co-location, private data center capabilities provides tremendous power and provides tremendous flexibility for users. And so we're seeing this adopted broadly as kind of a new way, people are looking to take the advantages of cloud, but bring them into a much more self-managed or on-premise experience. And so some example, customers here include deployments in the automotive field, both at Porsche or over on the right at Zenseact, which is the autonomous driving division of Volvo where they're doing research with tremendous amounts of data to produce the best possible autonomous driving experience. And then in the center, Danfoss who is one of the world's leading manufacturers of both electric and hydraulic control components. And so as they produce components themselves, that drive an optimized management of physical infrastructure, power, liquids and cooling, they're leveraging GreenLake for the same type of control and best practice deployment of their data centers and of their IT infrastructure. So again, somebody who's innovating in their own world taking advantage of compute innovations to get the benefits of the cloud and the flexibility of a cloud-like environment but running within their own premise. And it's not just those three customers clearly. I mean, what we're seeing is, as you see on the slide, it's a unique solution in the market today. It provides the true benefits of the cloud, but with your own on-premise experience, it provides expertise in terms of services to help you take best advantage of it. And if you look at the adoption by customers, over a thousand customers in 50 countries have now deployed GreenLake based solutions as the foundation on which they're building their next generation IT architecture. So, there's a lot of unique capabilities that as we built GreenLake, that we have that really make this a single pane of glass and a very, very unified and elegant experience. So as we kind of wrap up, there's three things I want to call your attention to, one, GreenLake, which we focused a lot on today. I'd also like to call your attention to the point next services, which are an extension of those GreenLake services that I talked about earlier but there's a much broader portfolio of what Pointnext can do in delivering value for your organization. And then again, HPE financial services who much like what we do with GreenLake in this as a service consumption environment can provide a lot of financial flexibility in other models and other use cases. So, I'd encourage you to take time to learn about each of those three areas. And then there's obviously many many resources available online. And again, there's some that are listed here but it kind of as a single point takeaway from this slide, I encourage you to go to hpe.com. If you're interested in GreenLake, click on our GreenLake icon and you can take yourself through that quoting experience for what would be interesting and certainly as well for our compute solutions, there's a tremendous amount of information about the leading solutions that HPE brings to market. So with that, I hope that's been an informative set of experience. I'm thanking you for spending a little bit of time with us today and hopefully you'll take some time to learn more about GreenLake and how it might be a benefit for you within your organization. Thanks again.